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Planning the Sales Call is a Must!. 7. Chapter. 7. Chapter. Main Topics. The Tree of Business Life: Planning Strategic Customer Sales Planning–The Preapproach The Prospect’s Mental Steps Overview of the Selling Process. The Tree of Business Life: Planning.

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Presentation Transcript
slide1

Planning the Sales Call

is a Must!

7

Chapter

slide2

7

Chapter

main topics
Main Topics
  • The Tree of Business Life: Planning
  • Strategic Customer Sales Planning–The Preapproach
  • The Prospect’s Mental Steps
  • Overview of the Selling Process
the tree of business life planning
The Tree of Business Life: Planning

Guided by The Golden Rule:

  • Plan how to help people solve problems and fulfill needs
  • Plan every aspect of the sales call so you will be organized and prepared
  • Plan to present a specific solution to each prospect’s unique set of problems and needs
  • You will see that ethical service builds true relationships

T

T

T

Service

Ethical

T

T

T

T

T

T

T

T

Builds

T r u e

Relationships

T

C

I

begin your plan with purpose
Begin Your Plan with Purpose
  • Purpose
    • The constant truth that guides your business life
    • Directs how you approach each sales call
    • Your purpose for any sales call should be to make a contribution to the welfare of the person.
  • Plan to Achieve your Purpose
    • Plan each day, and carry out your plan adjusting to circumstances as you go.
    • At the end of each day evaluate your day to ensure a successful tomorrow.
what s a plan
What’s a Plan?
  • A plan is a method of achieving an end.
  • The foundation of your plan must be based upon the truth.
strategic customer sales planning the preapproach
Strategic Customer Sales Planning–The Preapproach
  • Strategic problem solving involves
    • Strategic needs
    • Creative solutions
    • Mutually beneficial agreements
strategic customer sales planning the preapproach cont
Strategic Customer Sales Planning–The Preapproach, cont…
  • Reasons for planning the sales call
    • Builds self-confidence
    • Develops an atmosphere of goodwill
    • Creates professionalism
    • Increases sales
exhibit 7 5 steps in the preapproach planning the sale
Exhibit 7-5: Steps in the Preapproach: Planning the Sale

Develop sales presentation

Develop/Review customer profile

Develop customer benefits

Determine sales call objective(s)

strategic customer sales planning the preapproach cont13
Strategic Customer Sales Planning–the Preapproach, cont…
  • Always Have a Sales Call Objective
    • The precall objective – have one or more!
    • Focus and flexibility
      • Customer focus your efforts on the objective when you are with the customer
      • Be prepared to switch to another objective if needed
    • Make the goal specific
    • Move customer conversation toward the objective
    • Set a SMART call objective
strategic customer sales planning the preapproach cont14
Always have a sales call objective
  • S
  • M
  • A
  • R
  • T
Strategic Customer Sales Planning - The Preapproach, cont…
  • Set a SMART call objective

pecific

easurable

chievable

ealistic

imed

strategic customer sales planning customer profile provides insight
Strategic Customer Sales Planning–Customer Profile Provides Insight
  • Review information to create customized presentation
  • See what customer has done in the past to determine future needs
  • If do not have customer profiles – get one for each customer
customer benefit plan what it s all about
Customer Benefit Plan: What It’s All About!
  • Steps in creating the customer benefit plan:

Step 1: Select FABs to present to your prospect

Step 2: Develop your marketing plan

Step 3: Develop your business proposition

Step 4: Develop a suggested purchase order based on first three steps

exhibit 7 7 examples of topics contained in the marketing plan segment of your sales presentation
Exhibit 7-7: Examples of Topics Contained in the Marketing Plan Segment of Your Sales Presentation
slide19
Exhibit 7-8: Examples of Topics Contained in the Business Proposition Segment of Your Sales Presentation
customer benefit plan develop sales presentation
Customer Benefit Plan: Develop Sales Presentation
  • Prepare your FABs, marketing plan, and business proposition, as discussed previously
  • Write out suggested purchase order and choose a closing method
  • Now you are ALMOST ready to create your sales presentation
slide21
Exhibit 7-9: Major Phases in Your Presentation: A Sequence of Events to Complete in Developing a Sales Presentation
what is left in creating your sales presentation
What is Left in Creating Your Sales Presentation?
  • As shown in Exhibit 7-8 you need to create your:
    • Approach – covered in Chapter 9
    • Close – covered in Chapter 12
before you can pick your approach you must
Before You Can Pick Your Approach You Must:
  • Select which presentation method to use – covered in Chapter 8
  • Prepare for anticipated objections from your prospect/customer – covered in Chapter 11
in planning a sales presentation you should consider
In Planning a Sales Presentation, You Should Consider:

?

  • The prospect’s mental steps
  • What would the prospect be thinking as you give your presentation?

?

?

?

?

how do you obtain someone s attention when you begin your presentation
How Do You Obtain Someone’s Attention When You Begin Your Presentation?
  • Show you are there to help!
  • The proper approach is important! (Chapter 9)
  • Your goal is to determine a need or problem
how do you keep someone s interest in what you are presenting
How Do You Keep Someone’s Interest in What You are Presenting?
  • Show you are there to help!
  • Quickly present major FABs that:
    • Fulfill a need
    • Solve a problem
    • Show and tell as discussed in Chapter 11
how do you build desire for your product
How Do You Build Desire for Your Product?
  • Show you are there to help!
  • Using your trial closes, determine if prospect is interested in benefits
  • Watch for nonverbal signals!
    • Green
    • Yellow
    • Red
how do you establish the conviction your product will solve needs or problems
How Do You Establish The Conviction Your Product Will Solve Needs or Problems?
  • Show you are there to help!
  • Let the customer see how your product’s FABs will solve her needs or problems
  • Your trial closes will reveal whether the customer ready to buy
how do you know if customer ready to purchase so you can close
How Do You Know if Customer Ready to Purchase So You Can Close?
  • Show you are there to help!
  • Trial close response(s) give nonverbal signals that indicate positive beliefs that the product will fulfill needs or solve problems
overview of the selling process
Overview of the Selling Process
  • Getting the prospect’s attention and interest by having the prospect recognize a need or problem, and stating a wish to fulfill the need or solve the problem
  • Uncovering and answering the prospect’s questions and revealing and meeting or overcoming objections results in more intense desire
  • Desire is transformed into the conviction that your product can fulfill the prospect’s needs or solve problems
summary of major selling issues
Summary of Major Selling Issues
  • Careful planning of the sales call is essential to success in selling
  • Planning builds self-confidence, develops an atmosphere of goodwill, creates professionalism, and increases sales
  • Sales call planning
    • Have a sales call objective that is SMART
    • Develop or review the customer profile
    • Develop your customer benefit plan